Persuasion
Objection, acknowledge, reframe, respond
Handle resistance without becoming defensive.
The shape
- Objection
- Acknowledge
- Reframe
- Respond
A worked example
- Objection
- This is too expensive.
- Acknowledge
- I understand the investment is a concern.
- Reframe
- The more useful comparison may be the cost of the current manual process.
- Respond
- That process costs about the same every month, so the proposal pays back inside six months.
What usually goes wrong
Acknowledging in words while arguing in tone. The other person hears the tone.
Used in
Where this shape does its work in a real situation.
Practise it
Knowing the shape is about ten minutes of work. Running it while somebody senior is looking at you is a different thing, and that is what these are for.
Mostly serves Connection, and reaches into Message and Presence.
A framework tells you what shape the answer takes. It cannot tell you whether shape is what you are short of, and for most people it is not. Which one is yours, and whether a framework is the right instrument at all, is what a Discovery Call is for.
Take the AssessmentOr read the whole glossary first.